Tips for Capturing Customer Stories on the Salesforce AppExchange for ISVs
Salesforce sells on stories, not features or benefits, but real-life ways a customer is leveraging a solution. As an ISV, it is your job to work this into your DNA. Whether you are an established in-market ISV or just starting out with a few beta customers, there are some easy templates and channels to get […]
Telling Your Story as an ISV Partner
Selling like Salesforce means selling with stories. It is difficult skill to master for technical founders and reps alike who are cursed with excitement for and knowledge of their technology. Customers purchase outcomes so practice ending every feature you show with “so you can….” as it forces you into story-mode lite. As an example, if […]
Your ISV Marketing Needs to be Different for the Salesforce Ecosystem
ISV Product Marketing for the Ecosystem <> to Product Marketing for your Customers If your messaging is the same for customers as it is for Salesforce, SIs, and other ISVs, you are doing it wrong. All of your messaging should roll up to your vision that relates to the problem your organization solves, but it […]
Salesforce Chatter in Org62: 3 Tips to Optimize
Ready to unlock the secret to Dreamforce success? Thursday, August 1st @ 12:00pm ET / 9:00am PT Register Chatter is a Salesforce technology which enables collaboration on a specific record. Salesforce uses this internally a number of different ways. Their own internal instance of Salesforce is commonly referred to as “Org62”, and you will hear […]
SDO: Salesforce SEs Demo Environment
The SDO (Simple Demo Org) is the starting point for 10s of thousands (maybe hundreds of thousands) of demos every year by Salesforce SEs. It is the source org from which they do a “save as” to build all their customer demo environments. Getting into it should be the goal of most ISVs, but the […]
ISV Partner Tiers in Salesforce—Low Hanging Fruit to Get Points & Climb the ISV Mountain
Before you read this article, find your current tier and point total, search your email for “AppExchange Trailblazer Score”. In FY21 (2020), Salesforce rolled out a new model for ISVs to access benefits which retired the concept of precious metals for a more Trailhead-themed approach that expands the focus beyond just revenue performance. The tiers […]
How to Make Salesforce AE Intros
There are over 10,000 Salesforce AEs that work at Salesforce and they span market segments, products, and vertical focus. They are responsible for substantial quotas so let me hit you with some real talk – Do not expect them to do your prospecting for you. Period. AE awareness of your application is important when […]
